Seminar Description: Successful salespeople have the ability to know what to ask their customers in a way that produces valuable selling information. Consultative Selling gives you the skills to gather information that is essential to sell. You will learn the process to uncover your prospects' or customers' needs and buying strategy. You will learn to present your product or service so that your customer wants to buy.

Goals: To teach salespeople how to gather information skillfully and uncover their prospects' and customers' needs and buying strategy.

Results: Participants learn an effective strategy for questioning to gather useful selling information.

Participants: Sales personnel and management personnel

Course Content

The Consultative Selling Process: Steps A, B, C, D

• A: About
  You must learn about your customer's business before the sales call

• B: Bad
  Find out what's bad. Customers need us when they have problems.

• C: Consequences
  To provide momentum for buying, the consequences of doing nothing need to be identified.

• D: Desire
  If customers want the solution, this will add to the buying momentum.

• Implementing the Consultative Selling Process
  Pre-call planning: Objective and outcome
  Opening question
  Identifying Problems
  Strategic Questions: Features and Benefits
  Characteristics of skillful questioning

• Questioning Application
  Differentiating questions: Economic, User, and Technical Buyers
  Learning the techniques of skillful questioning
    Characteristics of skillful questioning
    Vocal qualities
    Strategies for questioning to maintain rapport
    Asking difficult questions
  Using questions to decrease the sales cycle
    Obtaining testimonials
    Determining buyer's purchasing strategy
    Asking the Unspoken Questions
  Vulnerability analysis